The Course in Mastery Day 12: The Secrets of Negotiation

Day 12 of a 30 day challenge designed to help you gain balance in your life. Tom Wood and Roger Dawson unveil negotiation skills used by ambassadors, executives and crises management professionals that you can use in your daily life.

Tom Wood

1. Negotiating is getting what you want while helping others getting what they want
1.1 People get concessions for people they like
1.2 Must be able to walk away from the deal
2. Is it going to be a win-win? If it's not don't even start

Roger Dawson

Roger Dawson was born in England and came to this country in 1962. He became a US citizen in 1972. His business background includes being president of one of California's largest real estate companies, with 28 offices, five hundred and forty sales associates, and a volume of over $400 million dollars per year.

As a full time speaker since 1982, he has trained managers and salespeople at the top companies and business associations throughout the United States, Canada, Europe, Taiwan, China, New Zealand and Australia. He was inducted into the Speaker Hall of Fame in 1991.


Business executives love Roger Dawson for his ability to teach their people how to improve profits and make more sales with Power Negotiating tactics.

Meeting planners love Roger Dawson for his ability to put on a terrific presentation that is custom-tailored to their audiences and filled with content and humor. Roger is the author of "Secrets of Power Negotiating" and founder of the Power Negotiating Institute. He is full time speaker and author and travels around the world giving seminars to corporations and associations.



Advance tactics for power negotiating
1. Time-pressure
2. 80% of the concessions come down in the last 20% of the time available to negotiate
3. Don't reveal your deadlines
4. Discover the other sides' deadlines
5. The one that has the most options has the most power should use time pressure, otherwise avoid time pressure
6. Always think that you have the weaker hand in the negotiation
7. The one has more power should keep time pressure, the one has least power avoid time pressure
8. The more time you have in a negotiation the more likely to get what you want
9. You have to make a decision as it exist in that particular point in time
10. Learn to pull the plug


OJ Lopez

1. Practice Power Negotiating
2. oDesk employees